RESEARCH TRIANGLE PARK, NC--(Marketwire - September 27, 2007) - Reacting to the pleas of doctors
who can no longer deal with enormous numbers of sales reps vying for their
time daily, pharmaceutical companies have recently cut down on how many
reps are responsible for calling on each target doctor. In Cutting Edge
Information's new report, "Pharmaceutical Sales Management 2008," available
at
http://www.PharmaSalesManagement.com, survey results reveal that fewer
reps from each company call on an individual doctor today when compared to
two years ago.
Two years ago it was not unusual for the average high prescribing doctor
have more than four reps from each company calling on them. Now the
average is closer to three reps from each company per high value doctor.
This trend started when industry leaders like Wyeth and Pfizer made bold
moves to reduce the mirroring of reps in their field forces. This study
reveals that the shift in strategy has spread to other companies as well.
The report, available at
http://www.pharmasalesmanagement.com, examines
pharmaceutical companies' sales investment, structure, strategies, and
field tactics. Compiled from interviews and surveys with sales leaders at
top performing pharmaceutical companies, the report allows drug companies
to compare and improve their own sales strategies.
"When the dust started to settle towards the end of the pharmaceutical
sales arms race, companies started hearing that many of the top doctors
were unhappy that their waiting rooms had as many sales reps in them as
patients," says David Richardson, senior analyst at Cutting Edge
Information. "Sales leaders are responding to their targets by pulling
back on their mirrored strategies and trying to get back to the more
personal relationships that were the norm with doctors prior to the massive
expansions that occurred in the last ten or so years."
"Pharmaceutical Sales Management 2008" explores the latest trends,
budgets and strategies of top pharmaceutical companies. Key metrics in
the report include:
-- Budgeting and Financial Support
-- Structure and Headcounts
-- Product Prioritization, Territory Alignment and Coordination
-- Sales Operations and Contract Sales
-- Training and Development
-- Sales Compensation and Reward Programs
-- Rep Activities
-- Segmenting and Targeting
-- Overcoming Reduced Physician Access
-- Optimizing Time Earned with Physicians
To download a free, online summary of this report, visit
http://www.cuttingedgeinfo.com/pharmasalesmanagement/PH103_Download.asp#body.
Contact Information: CONTACT INFORMATON:
David Richardson
919-433-0216